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Sunday, July 31, 2011

I am at the National Speakers Association Annual Conference. This is my fourth time to participate at an NSA event, but this time several of my closest friends in the organization had other engagements and could not be in Anaheim for the festivities.

Part of me was excited to be here without "the usual suspects" (don't get me wrong, I love these people and they teach me so much by the examples of who they are a speakers and people, but this year it would be like being a "first timer" all over again). It is a fresh start to network and create contacts.

Yesterday I pretended to be shy while not engaged in conversations with others I had met in previous years. It was an interesting experiment, as I am always the person to approach the strangers in a crowd who seem lost or alone. I try (not always successful) to open a conversation cluster to strangers who are seeking to talk to new folks. This time I played the part of someone who was a bit hesitant. It was hard to not jump out and initiate connections... but WOW, it was a great lesson on how hard it can be for some to strike up conversations while at business events.

While NSA boasts about the open spirit of members toward those who are new comers, guests and others, not a single person came up to me on the breaks. Not one. I did not stand in the mix of the crowd, but not so far off that I would appear purposely disengaged. I even smiled and made eye contact. Some nodded or smiled back as they rushed by to the bathroom or other destination, but nobody approached me. Even in a room of extroverted speakers, people were seemingly drawn to their circles of old friends.

If it is this hard to have an initial conversation in a room of speakers, imagine the difficulties faced by the lawyers, accountants and IT professionals to whom I usually present. People come to industry events for the "networking opportunities", but find it hard to ever get started.

When you are at an event and you see someone standing alone.... be the person who walks up and says "hello". Simply asking them where they are from, what they most enjoy about being at the conference, or why they attended may be enough to launch a fascinating conversation that could lead to a wonderful long-term and mutually-beneficial relationships.

Below are some tips for the person who is standing alone to help them make connections at NSA or any Multi-day Conference:

Ten Tips For Networking At A Multi-Day Conference

1. Have a plan. Know in advance whom you want to meet (directly or the type of people), and which speakers you want to hear. Do not leave your schedule to chance or you may miss out on things that are your true priority.

2. Bring plenty of business cards. In today’s digital world some argue against the importance of business cards. But having a card is not for you, it is for the other person. Some people forget names quickly and asking for a card helps them recall you later. Telling someone “Google Me” is making them work to keep in touch. Additionally we don’t all use the same technologies, so using BUMP (or another digital tool) assumes we all adopt the same technologies. Not carrying business cards can be selfish, and selfish is so last year!

3. Focus on meeting the other attendees, not just the "Stars". While meeting the top speakers in the industry is cool, you are one of the many who may come up to them and shove a card in their hands. Instead, place your focus on meeting other people in attendance at the event. Find your peers and make them your "stars", as they are the ones you will grow up with in the business.

4. Talk to the people sitting next to you. This should go without saying in a room full of extrovert speakers, but very often people get side-tracked and do not make the effort. When you walk into a general session or break-out seminar, take the time before the presentation begins to say hello to the people seated around you. I call this the "power of hello". Once you have said something as simple as "hello", it will be easier to talk with them later in the conference when see them again.

5. Ask questions of people you meet. Never lead with your "elevator pitch". People are more interested in themselves than they are in you, so ask them questions to help them get to talking first. There is plenty of time to tell them about your business.

6. Put your technology away. Do not run to your iPhone,BlackBerry, or laptop at every break. When you are working on electronics you send the message that you are unapproachable because you are busy. Utilize the time on breaks to converse with others. Look around and smile rather than texting like crazy. The hallway conversations are legendary at NSA, do not miss out because you are tweeting!

7. Do not automatically send a LinkedIn or Facebookrequest. Too often people immediately send social networking link requests to people they just met. However, different people have different policies about whom they link with. If they believe in only connecting with those whom they have established relationships, you make it awkward if you send them a link too early (which they then ignore). Best is to ask people if they would welcome such a link at this time. Be respectful of the fact that they might use social networking differently than you do. Immediately following them on Twitter is okay, as Twitter does not require a mutual connection acceptance.

8. Read their stuff. Many speakers are active bloggers, tweeters, authors, etc... If people create the written word, seek out their work and read it. It is a great way to get to know people when you read their stuff. They will also be honored when you tell them that you read their blog or follow them on Twitter. The bookstore at the conference will have many books by your fellow speakers. Buy at least one book and then read it! (I plan to buy several).

9. Introduce others. When you meet cool people, be the conduit that connects them with others who might be beneficial to them. This includes others at the conference, as well as people you might know back home. If you ask the right types of questions, you will easily spot connections that can help others. Don't ever worry about "what's in it for me", but instead just be the person who helps others at every turn. You will, over time, develop the reputation as one who assists others .... and then you will find more people will help you, too.

10. Follow up. If you meet interesting people and you never follow up, it makes no difference. Own the follow-up after you meet people and send them an email (or better yet, a handwritten note) telling them how much you enjoyed talking with them, and plan for future discussions. Creating ongoing and meaningful connections with others in the industry will bring you more success.

11. Do more than others expect from you. Bring more to a new relationship than the other person expects and they will always remember you as someone who is a giver. Speakers can always help each other with key introductions, bureau introductions, and other shared connections. Those who give always get more down the line.Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

Thursday, July 28, 2011

Being in Milan to gaze upon Leonardo Da Vinci's painting "The Last Supper" is much different than looking at a print of dogs playing poker.

Watching a play in the basement of a local church is often not the same as attending a Broadway play.

Hearing the Boston Symphony play a concert touches your emotions more than hearing a kid play "Hot Cross Buns" on a plastic flute.

Real art that is brought to us by committed artists engages our soul. (I know, I know, .... different people like different things when it comes to art.... so if you prefer dogs playing poker then that is okay, too!).

Speaking to an audience is also an art form. Presentations are more that words uttered by experts. Oratory skills have had impact on societies from the beginning of time and moving speeches linger in our hearts and minds.

Why then are many business professionals who attend conferences forced to listen to flat presentations that fail to impact the audience? Why are we not expecting art from those who take the stage?

It is not too much to expect a combination of substance and style from those who speak! Remember this: "Just because someone is smart or has done something cool... it does not mean they belong on stage!"

It is important to remember that art appreciation is subjective, so what one person finds appealing is not so amazing to another. Thus, my opinions of what makes for a good speech may not be the same as yours. But it is easy to identify the difference between a speaker who gives a talk, and one who is dedicated to the art of speaking.

The executive director of an association asked me once if I thought speaking was an art. I confirmed that I not only believe this, but lived it as a principle in my craft. I take my career seriously.

She hired me.

We then discussed her motivation in asking this question. She said she learned to ask this of speakers, as their ease with the answer was a window to how they would serve her audience. She herself had studied art, and loved to see people who used their career as a canvass. (I have not read Seth Godin's "Linchpin", but she told me this was the topic of his book).

I spent time on a recent vacation thinking about conference speaking as an art. As my family toured Northern Italy I witnessed countless historical art venues which included paintings, architecture, gardens, performing arts, etc.... I saw first hand how committed artists create legacies that move those who encounter their art throughout the ages.

Being a professional speaker is no different from being any other type of artist. Great art peals back the layers to touch the heart of people. While not every person likes a Picasso, everyone can agree he was a master. The same is true for speakers at a conference. Different topics appeal to different people, but when you see someone's artistic passion, they move you to action and you do not easily forget their words.

Yet business events end up with talking heads who click through generic PowerPoints without ever telling any stories or embracing the art of the oratory. The importance of the artistic qualities of how one speaks has been replaced by a cold and static desire for content. Too many argue for content over style, and then audiences get bored listening to monologues. It is not a tug of war for content or style (a speaker who is just style and fluff is also not an artist)... you need both!

When you stand in the viewing room of the old monastery in Milan that houses Da Vinci's "The Last Supper" (the painting never travels, as it is on the wall itself), there is behind you another painting on the far wall. Painted by Giovanni Donato da Montorfano, it is full of important content of Christian historical and biblical importance. The content of this other painting is good, but being on the opposite the wall from "The Last Supper" it falls away to obscurity. Amazing art stands out.

Thus you find with art, as with everything in life, content matters, but alone it is not powerful. The best speakers you see at business conferences are artists. They are who the audience remembers weeks and years after going home. When done right, and artist who speaks will paint memories into the minds of the audience.

Was the last speaker you saw an artist? The next time you attend a conference and watch the speakers on the stage you should ask yourself if the speaker is painting on a canvass with his words. If the answer is no, there will still be good information that can help you succeed. Take notes. But if the answer is yes, prepare to enjoy the experience and drink in all the aspects of their presentation.

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

Wednesday, July 27, 2011

I gave a copy of my book, "The ABC's of Networking", to a man sitting in my row on my recent flight to Milan. We had talked for a while, and he was delightful.... and clearly had a kind soul. He read the entire book during the flight (Hey, we do call it an "Airplane Book"), and then shared his insights on why the message was important.

One thing he said has stuck with me:

He said, quoting (paraphrasing) Rumi,

"What is special about bees? They only seek what is beautiful in the world (the flowers), and never pay attention to anything ugly. Thus what they produce (honey) is so amazingly sweet."

Wow.

How about you? Are you like a bee? Do you seek to find the positive and beauty in your surroundings or are you constantly focusing on what is wrong with everything? Are you producing honey or vinegar? (The people around you already know the answer.... do you?).

Bees are interesting creatures, as they both work together to create highly networked societies.... and yet they successfully venture forth alone to get things done (gathering pollen). They work hard (you don't see many lazy bees lounging around the hive) without complaint. They are gentle in action, but have the ability to sting when necessary. And their product is sweet and makes the world (and a biscuit) better because of their efforts.

I did not get the name of man on the plane.... our paths simply crossed on a trans-Atlantic flight, but his words touched my heart. I am captivated by the thought that "a focus on beauty produces sweetness". It is powerful and something we all need to remember.

I am reminded that we never know when we might have an impact on another person. If this gentleman and I had not talked, or if I had not shared my book, I would have missed this lesson on seeing beauty in the world. We must be open to those around us and hear the messages they bring, as the people we meet might be full of honey.

Tuesday, July 26, 2011

My last blog post was about a customer service failure (Park 'N Fly at the Houston Airport)... but I do not enjoy writing about life's negatives. It only took me a few minutes to find a great experience with customer service... from the manufacturer of my sunglasses - Maui Jim.

I have had a wonderful pair of sunglasses for just over a year. I wear them all the time (as it never seems to rain in Austin, Texas). They were showing their age, and one of the lenses has a small crack near the screw. I was lamenting to a friend about how much I like them, but was not about to spend the money to replace them. This friend, who owns several pair of Maui Jim eye-wear told me about their repair policy.

I visited the website, filled out a form, and sent off the glasses along with ten dollars. In less than 11 days they were back, and looked brand new. I could not believe how fantastic the glasses looked, and how great this company is to respond in such a speedy manner. A customer service policy of "make the customer happy" was very evident.

WOW. I cannot imagine every buying sunglasses of any other brand. They not only fixed them, they did it fast... and sent along a nice letter thanking me for being a customer.

Too often we all encounter employees at companies who are not empowered to correct a situation. If something is not part of the regular procedure then they have no ideas.... and no authority.... to create a happy customer experience.

I had a little run-in yesterday with an employee at "Park N Fly" after returning to Texas from a 12 day trip. In the end I was not going to have a longer conversation (it already went too long) over $12.60, but I did decide that "The Parking Spot" seems like a good alternative the next time I need to leave my car at an airport.

When your product is a commodity, and long-term parking lots around the Houston Airport (and most other airports) are plentiful, then you have to go the extra mile to make sure that your people are positively impacting the customer or they can just turn into the next parking lot the next time.

How about your company? Do your people have the training and authority to make decisions to keep a customer?

Friday, July 22, 2011

There was something refreshing to be on vacation with limited access to technology. I checked in on the internet each morning (I am an early riser and was up before everyone else) while at the Villa outside Verona... as the house had very strong wifi. Yet I had no international mobile access to data via my iPhone while spending each day exploring the joys of Northern Italy, as the cost was just too high.

Interestingly without the constant leash to email, voicemail, FB, twitter, Google+, etc... everything around me seemed whole. The experience of the vacation was not spoiled by any distractions.

We were in Italy for ten days with several other families. For most of the time there were seven adults and seven kids in our group (although the group was as large as 21 people before we arrived). My friend Leslie, who organized the multi-week / multi-family excursion, counted 41 internet capable devices came through the villa in two weeks. One family of four had seven or eight electronic devices (we had four.... with two iPhones, the iPad, and the NetBook). This number did not count non-intent gadgets and cameras! Wow... that is proof that we live in a wired world.

Each day we would grab breakfast at the house. I would walk to the nearby small town for a quick cappuccino (no other coffee drinkers in the crowd) and talk with the locals, who definitely live a slower paced life. Then we would all go explore a nearby city or town. This included eating delicious gelatto everyday... sometimes twice! (I gave up being mostly vegan for this trip, as "no cheese / no meat" is crazy talk to the Italians). The end of the day would involve a dip in the pool for the kids and then out to dinner or meals around one of the villa's cozy dining areas. Yep, there was lots of good wine (This was Italy after all) and lively conversations that all involved more than 140 characters!!!

My iPhone served mainly as a gaming device for the kids rather than my constant link to the world.

My clients were all fine and understood my week away situation. I received a few inquiries to speak at Fall business conferences and everyone was cool to wait to talk in depth until my return home. My extended family all got postcards. My Twitter followers barely noticed I was quieter than normal. I did post a daily pics from Italy on Facebook, but that was my only social media activity. I even pre-scheduled my blog posts for most of the time I was gone.

This experience makes me wonder if the constant buzz of "being connected" is really as important as we think? I did not have instant news updates being pushed my way and I survived without knowing the latest Hollywood gossip or how the Republicans and Democrats in Washington were positioning their failures to govern. I survived. Actually... I thrived.

What is important? My wife and kids. Our friends with whom we shared this adventure. The nice people we met along the way. The natural beauty of the planet. The art and history that we got to see (if you are ever in Milan... make sure to plan ahead to get tickets to see "The Last Supper".... being in the room looking at this masterpiece is worth it). In the real world we can touch is what is important.

Will I be back to my "plugged in" life within days of getting home? I imagine so. I just hope I can hang on to this feeling of what makes me feel whole for a little longer. Does the constant connectivity cage part of our soul? Are we less complete when always online?

Wednesday, July 20, 2011

Today's Guest Blog Post is byPaul Grabowski. Paul is a nationally recognized leader in the legal marketing arena and has successfully guided several law firm's business development and marketing efforts. (NOTE: Paul and I worked together several years ago in the marketing department at Andrews Kurth LLP)

You Never Get a Second Chance to Make a Good Introduction

One of the most overlooked components of starting any relationship is the initial introduction. We have all been introduced to someone whether at a business function or some other event and after the names are exchanged the customary “so, what do you do” question comes next. Having a good and memorable introduction can be the key to making yourself distinct rather than extinct.

Gone in 30 Seconds

After exchanging pleasantries, it is important to be able to succinctly and memorably describe yourself and what you do. In most cases, you have approximately 30 seconds to make an impression before the conversation has a tendency to wane and any interest level in what you do will be lost.

Normally, business professionals answer the question of what they do with a three word sentence such as “I’m a banker”, “I’m a consultant”, or “I’m a lawyer.” Yet, what impression does this leave on your new acquaintance? In this short window of opportunity you have done nothing to leave an impression and, in some cases, may have imparted a negative connotation. Developing your introduction and more importantly, practicing it, will help define who you are and what sets you apart from others.While thirty seconds seems pretty short, after repetition you will realize that you always have more time than you think.

Make it Memorable

No matter what your profession, everyone is a salesman at some point or another. The goal of a good introduction is to make it memorable. Thinking about what makes you and your company different from your competitors is always a good place to start. Second, think about those services and how you are unique to your customers, clients and industry. Finally, it is important to show a passion for what you do. If you can make your introduction interesting to the listener, they will be more inclined to carry the conversation further or allow you the opportunity to expand upon your field of expertise.

Additional Thoughts to Consider

Outside of the unique identifiers you want to include in your introduction, there are other thoughts you should consider as your develop your verbal business card. First, think about the audience to which you are being introduced. Including funny euphemisms or jokes may not always be the best path to follow. Likewise, you don’t want to be demeaning of your profession as you don’t necessarily know what your counterpart is thinking. Second, if the introduction is to a potential client, thinks about including some of the advantages of working with you that separate yourself from your competition. However, avoid putting others in your field down at your expense. Third, consider including tangible results that can be obtained based on your experience. Being able to discuss a particular issue and how you can be of assistance can always help. Finally, practice your introduction in front of someone you know. Have them take note of the tone, inflection and most importantly, your body language. Being overly aggressive can be as detrimental as being passive both in voice and physical movements.

Conclusion

A good verbal introduction can set the benchmark for any future business relationship. For most, it is not something that can be done instantaneously so it is always a good idea to take the time and commit your ideas to paper. Depending on your audience, consider having one or more introductions at the ready and practice them beforehand. Thus, when the opportunity presents itself you can make that first introduction memorable.

Paul S. Grabowski, Esq. has over 20 years experience in law firms, Fortune 500, private facility management, and professional and collegiate sports marketing and business development. He has been recognized for his efforts in building effective marketing and business development campaigns for businesses and individuals and can be reached at paulsgrabowski@att.net.

Tuesday, July 19, 2011

Those who work alone or in small business settings often are lost when it comes to the world of marketing, PR, sales, business development, social media, community involvement, networking, goal setting, positioning, conference participation, reputation management, etc...Many solo-entrepreneurs leave large institutions where these functions were handled by others, and do not realize how foreign these activities would be once the struck out on their own.A lawyer, accountant, consultant or other small business owner cannot afford to hire a team of experts to oversee all the necessary aspects of an "Integrated Visibility" plan, and thus they leave their whole image in the community to chance. I spent my career in sales and marketing, having worked inside service firms coaching professionals on ways to grow their practices. 28 months ago I began working for myself and have never looked back. My business has grown each quarter since April 2009 (the height of the recession), and much of this success has come from a focus on "Integrated Visibility". If you are working solo and do not have a marketing, sales, or business development background, this tele-class is an ideal way for you to get past misconceptions and fears you may have about marketing yourself within your business community.

Learning Objectives:

Understanding your communication style

Integrate your visibility into all activities

Creating marketing goals

Ability to tell your corporate story

Embracing a social media strategy

Managing your own PR

Taking ownership of your personal and professional brand

Positioning your expertise

How to study others (competitors and non-competitive entrepreneurs) and learn from them, without being a "Me-Too" copycat

Making yourself the easy choice

What You Receive From Your Participation:

Eight 45 minutes group tele-classes (followed by up to 45 minutes of Q&A)

One personal hour phone consultation

Online DISC assessment and report

The opportunity to network with other class members

Exposure to actionable ideas to grow your reputation and expand your business

Education, motivation, inspiration

Unlimited email support for two months (response within 24 hours)

An escape from feeling all alone

Ownership of your visibility, brand and future

Cost for class is $895.00 per person (Special offer: Register two people by July 14th and the second person attends for $500.00)Space is limited and this class is not the right fit for everyone. I am happy to talk with you if you have any questions. For more information, contact me at thom@thomsinger.com or (512) 970-0398.Have A Great Daythom singer

Saturday, July 16, 2011

When I try something that does not work I do not allow that mistake from keeping me from exploring other opportunities. We all make errors in our business and personal lives, but if you want to find success you cannot quit.

100% of those who stop trying fail to achieve their goal.

I hired a PR firm who charged a lot of money and gave me little value in the long run. Additionally I have never heard from this vendor since my program ended and I stopped sending checks. There was no value to a partnership on their side of the equation... they just valued my cash.

This did not sour me working with other vendors, although I now seek those who have a visible understanding of long-term relationships and win / win situations.

The chapter is home to many of Austin's most experienced professionals in the speaking and training business, and their expertise covers a wide variety of topics. Many also consult with businesses and coach individuals. All the local professional members are also national NSA members.

I am an advocate of professionals supporting their industries. I am an active member of the National Speakers Association, but if I was a locksmith I would be involved with the National Locksmiths Association. Many rationalize excuses as to why they are too good for their industry groups, but when you hire someone who supports their trade associations, they are pledging to a set of standards. No matter what someone does for a living, I admire those who stand up for their profession.

While you may not always find the right match for your company's needs, NSA Austin is a great place to begin. More information at www.nsa-austin.com.

***This advice goes for any city. Start looking for your next trainer or keynote speaker through your local NSA chapter, or visit the national NSA website.

Have A Great Day

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

As a professional speaker I always pay close attention to all who speak. I watch not only for message, but for style. Often CEO's, who are great at leading their companies, stink when it comes to delivering interesting, informative and inspirational talks. Gabe Krajicek, however, was great! It was not that he was perfectly polished in presentations skills, but his passion for his company (and for being an entrepreneur) was front and center. It was reminiscent of watching an 11-year-old kid tell you all about his new bicycle.... with the excitement being contagious. WOW.

His talk centered around lessons he has learned as CEO of two companies, including the successful and fast growing BancVue.

He spoke on seven mistakes that he and other entrepreneurs often make:

Mistake #1 - Values are just a speech.

He strongly believes in the values at his company are more than just words. BancVue has gone so far as to make their value statement into a visual "patch". It creates a physical manifestation of the four core values of: Interdependence, 5-Star Leadership, Love, and "Badassitude".

Mistake #2 - You can't live without brilliant jerks.

Yes you can. No employee, no matter how well they do their job, should be allowed to be a jerk. Too many companies put up with bad behavior when they should fire those who are toxic.

Mistake #3 - You don't need to hire the "A-Team".

You must hire experts to fill the roles of CFO, marketing, etc.... You cannot do it all as CEO, and you are not the best at all the other roles in the company. Get top people into the key positions and do not wait too long to do it.

Mistake #4 - Sitting on the fence.

The CEO needs to be a leader and make the necessary decisions in regards to the company's strategy. Everyone on your team needs to know what are the priorities, and what is the #1 priority.

Mistake #5 - You don't need a "Plan B".

Too many entrepreneurs like the adrenaline of flying by the seat of their pants while building their company, but if you do not have a "Plan B" you can get derailed very fast. Invest the time to create the back up plan for when something out of your control changes within your company, the economy, or your industry.

Mistake #6 - Thinking bigger is better.

"1000 mediocre musicians cannot out compose Mozart". Having more people is not always the answer to solving problems. Sometimes a small number of people owning a project will get it done cheaper and faster than a giant team.

Mistake #7 - Renaming your weaknesses.

Do not pretend that your weakness is a strength. Often entrepreneurs give a different name to the area they are not strong and try to disguise it as a positive attribute. Do not hide behind your faults by calling failures something else.

Without leadership there is chaos. When you are a good leader who lives by the mission and the values you profess your employees will give you the "benefit of the doubt" when you need it most. We are all human and mistakes will happen. Leaders will stumble. When you have built good relationships with your people, they will show up and follow you the next day. Without that relationship they will lose faith in your leadership.

If you are not attending the Association for Corporate Growth you are missing insightful presentations like this one.

When I first started writing"The Some Assembly Required Blog"in 2005 blogging was fresh (not brand new, but new enough that it was interesting to others). I can recall being at industry conferences and "experts" would ask the crowd if they had even heard about blogging or were reading any blogs. Few hands were raised. Fewer hands went into the air when asked if the had a blog.

Many bloggers wrote about blogging. I did here and here. Blogging was an popular topic with bloggers in 2005. Their words were mainly read by other blog enthusiasts and the few rock-star bloggers had the masses at their feet waiting to hear what they would say.

Then came Twitter. We tweeted about tweeting (so much that it became a verb). It was common in the early days to talk about the tool to others who were exploring the new medium. Others did not know or care what was going on in 140 characters or less.

Now comes Google +. I have jumped in and am relishing the nostalgia of the newness. The only difference between the early days of blogging and Twitter and today's Google + is that Chris Brogan is the new Robert Scoble.

Will Google+ take a bite out of Facebook? I have no idea. It has some parts that are much more interesting (the ease of setting up circles based on interests is great). When FB opened up beyond the college crowd it murdered MySpace. People like something new and shiny.... and will go hang out where the cool kids call home.

Pop culture (TV, movies, etc....) work Facebook and Twitter into every script they can, so when you start seeing the characters on True Blood talking about setting up "Vampire Circles", "Fairy Circles" and "Shifter Circles" on Google+ you can kiss Facebook good-bye.

Tuesday, July 12, 2011

In his groundbreaking book "The Innovator's Dilemma" Clayton Christensen had a great line near the end of the book that has rattled around in my head for a long time:

"My business plan must be a plan for learning, not one for executing on a preconceived strategy...... I must plan to be wrong and learn what is right as fast as possible."

I work with "left brained professionals" (lawyers, bankers, accountants, IT, etc..) who want their marketing, branding, PR, advertising, social media and other visibility efforts to come with pre-planed ROI. One executive once told me that her company does not invest in any marketing without a clear understanding of the long-term pay off. This translates to "no risks". But success comes with risk, and being able to see what is working and what is not... and adjusting on the fly.

My business continues to grow and change. Since I began my career the meetings business and speaking industry have seen major changes because of the economy and new technologies. If I am not watching what is happening, and constantly trying to learn, I would miss the opportunities that come my way. The success of "The Conference Catalyst" program, webinar offerings, and coaching/consulting are just a few examples of ways my business has morphed since it began.

While I have a focus, I also throw some spaghetti against the wall from time to time to see what sticks. Companies that are unwilling to let some pasta hit the floor can brag about a clean wall.... but nothing on the wall means they have no innovation. A company without innovation sucks.

Sunday, July 10, 2011

Today's Guest Blog Post is by Paul Grabowski. Paul is a nationally recognized leader in the legal marketing arena and has successfully guided several law firm's business development and marketing efforts. (NOTE: Paul and I worked together several years ago in the marketing department at Andrews Kurth LLP)

Using Social Media for Networking –

So Easy Even an Introvert Can Do It.

The new emphasis in the world of individual professional business development is the use of social media to build ones networking presence. Sites such as LinkedIn and Facebook currently dominate the world of social media while literally hundreds of others are available with more sites and the development of applications (apps) by companies and businesses appearing on an ever increasing basis. In fact, according to Grabstats.com, the use of social media has grown 93 percent since 2006. Yet, there are still those who have not jumped on the bandwagon of connecting online or are not using the power of this medium to its fullest extent.

Most business professionals have come to understand that having a presence online is important. Company websites abound with individual profiles, v-cards, and the latest information on business deals, educational backgrounds and the obligatory memberships in professional/civic organizations. Yet, these pages are static and unless the individual or someone in the marketing department takes the time to update, the information is not pushed forth to those who would find it interesting or pertinent. On the flip side, for those seeking new opportunities, demonstrate an expertise on a particular subject, connecting to other professionals in a similar industry or recognizing the latest company success, social media has become a gold mine as an easy, yet effective medium through which to spread the word.

While LinkedIn just surpassed 100 million users, a casual review of many professional profiles reveals that outside of posting the most generic biographical and contact information, many users are not using this medium to its fullest potential. Reasons for this abound from not enough time to discounting the importance, but in reality many business professionals are still not comfortable utilizing these sites.

For the extrovert, networking and posting the latest personal or business successes comes easy. Think about the last business conference or cocktail reception you attended and there is always someone there who you think can naturally “work a room”. They easily introduce themselves, talk about their company, its successes and strike up a conversation. At the same conference there are those who dread the idea of attending the social hour and would rather retreat to the confines of their hotel room under the guise of having “work to catch up on” or “need to return some phone calls.” For those introverts, social media can be an opportunity to spread the word about the latest personal and professional successes, post about the conference or whatever else they find might be of interest to their target audience and ultimately build their professional presence.

So the question becomes, how does one – particularly an introvert – utilize social media effectively? In reality, there is a simple plan that can be followed that does not require a great deal of time or effort.

Complete and Update Your Online Profile – First and foremost, take the time to complete and/or update your social media profile. Take a look at others in and out of your network that you believe are utilizing this medium effectively and use it as a guide. Sites such as LinkedIn have made it easy for its users by indicating what parts of your profile are complete and which need attention. When you have something to add, however mundane – change it. Once completed, it should not take more than five minutes of your time to update your profile on a frequent basis but this should be done no less than every six months.

Find Friends and Business Associates First – For those who are new to social networking or don’t have many connections, take baby steps and find people you know first. Once your profile is complete, the social media sites will provide you with lists of people you may know based on the high schools and colleges you attended, previous work experience, etc. It’s always easiest to connect with people you know before you reach out to others. Going forward, on a frequent basis scan the list of “people you may know” and determine if reaching out to connect would help professionally. Remember, just because you request a connection does not mean they will accept your invitation, but your goal should be to make at least one to three connections every week.

Find Groups with Similar Interests – With over 100 million users, there are literally thousands of groups on LinkedIn. Additionally, whether through Facebook, Orkut, or any other social media site, new groups and memberships continue to develop. Take five minutes each week to search for those groups within your chosen social media platform for those in a similar industry, profession or other personal and professional interest. Keep in mind that becoming a member is only part of the process. Those who participate on a frequent basis soon are recognized for their expertise on a particular subject or topic. This can lead to further networking and business opportunities.

Become a Thought Leader – The beauty of social media is that you can reach everyone in your network just by posting one piece of information.Once a week, attempt to post an article or other newsworthy item that would be of interest to your group of associates. This is an easy way to reach out with a value proposition and stay top of mind.

Social networking allows even those most introverted business professional an opportunity to network and build a formidable presence with colleagues and business associates alike. The suggestions above take no more than five to ten minutes a week, however obtaining just one new piece of business through this effort is a small price to pay and can only lead to further opportunities.

Paul S. Grabowski, Esq. has over 20 years experience in law firms, Fortune 500, private facility management, and professional and collegiate sports marketing and business development. He has been recognized for his efforts in building effective marketing and business development campaigns for businesses and individuals and can be reached at paulsgrabowski@att.net.

Saturday, July 09, 2011

Finding the right speaker for your meeting is important. The speakers set the tone for the entire event, and too often the keynoters and breakout speakers can leave the audience flat.

There is an ongoing argument about "content vs style" when it comes to speakers. I think this is a bunch of baloney. It is not too much to ask for BOTH. I recently talked to a meeting planner who said she had instructed her to avoid "motivational" speakers, and instead only put "experts" on the stage. She hated the mandate as she worried about getting blamed for a boring day.

Every speaker must be a motivational AND have expert content. There are plenty of people who can provide you with content and style... it is not an either / or situation.

During the planning stage it is easy to say you only want content, but when the audience is in the chairs they do not want an speaker who is just a talking spreadsheet. (This is true even at technical conferences. People are still people no matter what the subject matter).

What is the opposite of motivation? Lazy? Dull? Lethargic? Sluggish? Who would want a speaker on their stage who does not motivate, entertain and inspire an audience? A speaker who sucks the energy out of the room never makes anyone happy.

One client told me about the reviews of the previous year's speaker were "great content but I could have just read his white paper and saved myself an hour of pain". Ouch. That is not the type of feedback you want after your conference.

No speaker will advertise themselves as mediocre, so you must dedicate time to vet those you select. My mantra is "Just because someone is smart or has done something cool (or has a title like CEO) - It does NOT mean they belong on the stage".

Here are five questions to ask that can help you when interviewing a speaker:

1. How many presentations has the speaker given to groups in the last year (or two years...or throughout their career)?

Speaking is a skill. The more someone speaks, the better they get. I have heard there is a magic number of 300 career presentations that is similar to "Malcom Gladwell's 10,000 Hours Theory". At that level they are usually vetted through experience. Experience has value that is hard to match. Those who are good and connect with audiences will be invited to speak at other events.

2. Have any groups invited the speaker to come back?

Groups only re-hire speakers to come back or address other audiences in their organization if they are very impressed with the all aspects of the relationship (on and off stage). A quality speaker is more than just what they do on stage. If they are difficult to work with off stage they will not be invited back. Ask for references of clients who have used the speaker more than once and call them.

3. How does the speaker's subject (the meat of the talk) impact the audience? Is it a good fit for your specific audience and why?

Certain topics are universal, others are specific based on the demographics of the audience. Making sure that your audience will be impacted by the speakers words is paramount to success. Ask the speaker and their references this question.

4. How long will the speaker be present before and after their presentation?

This is most important for multi-day events. There are speakers who leave immediately after their presentation, while others see their role as more than the "stage time". Meeting planners and audiences vary on their opinion of how important it is for the speaker to socialize with the audience. Some feel cheated if the speaker does not participate with the group at breaks, meals and happy hours. Make sure you know the speaker's policy up front, as if you expect them to stay for the day you need to have that negotiated up front.

5. Will the speaker be selling books, CD's or other products?

Selling product is not always appropriate at every event, but it is often a a great opportunity for the speaker and audience to further their connection. If the speaker will be selling something, have a conversation about their selling style and how much time they devote to their "pitch". There is no right or wrong answer, but if you have opinions on this issue you need to talk about it with the speaker early.

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

Some might ask, "Why another book on Networking?... aren't there enough books on that subject?" (You might think I would ask that since I have written seven!). However, this topic is VERY important, and few people really know how to really cultivate the power of business relationships. Most professionals think they are already good at networking, but are often puzzled as to why most of their efforts to make connections fall short of achieving results.

Patti's book is well written and clearly reminds people of not just the "how", but the "why" of attracting powerful relationships (ummm, referrals and results!!!). If you have struggled with rationalizing all the reasons NOT to network, you should get over yourself and discover how to engage in your community to find more business, have an impact (giving back), become more efficient and have a ton of fun along the way.

The title of chapter one is "Know Who You Are". Wow, right out of the starting gate Patti nails an often overlooked problem.... people do not really know their purpose, or even where they fit into the business landscape. If you do not know who you are, how will other people understand the value you bring to the table?

Reading the book is a wonderful journey in understanding the benefits of being intentional in not just your networking, but in all areas of your life. She quotes dozens of experts and shares touching stories of how people have established their personal and professional brands while discovering amazing levels of success.

Those who work alone or in small business settings often are lost when it comes to the world of marketing, PR, sales, business development, social media, community involvement, networking, goal setting, positioning, conference participation, reputation management, etc...

Many solo-entrepreneurs leave large institutions where these functions were handled by others, and do not realize how foreign these activities would be once the struck out on their own.

A lawyer, accountant, consultant or other small business owner cannot afford to hire a team of experts to oversee all the necessary aspects of an "Integrated Visibility" plan, and thus they leave their whole image in the community to chance.

I spent my career in sales and marketing, having worked inside service firms coaching professionals on ways to grow their practices. 28 months ago I began working for myself and have never looked back. My business has grown each quarter since April 2009 (the height of the recession), and much of this success has come from a focus on "Integrated Visibility".

If you are working solo and do not have a marketing, sales, or business development background, this tele-class is an ideal way for you to get past misconceptions and fears you may have about marketing yourself within your business community.

Learning Objectives:

Understanding your communication style

Integrate your visibility into all activities

Creating marketing goals

Ability to tell your corporate story

Embracing a social media strategy

Managing your own PR

Taking ownership of your personal and professional brand

Positioning your expertise

How to study others (competitors and non-competitive entrepreneurs) and learn from them, without being a "Me-Too" copycat

Making yourself the easy choice

What You Receive From Your Participation:

Eight 45 minutes group tele-classes (followed by up to 45 minutes of Q&A)

One personal hour phone consultation

Online DISC assessment and report

The opportunity to network with other class members

Exposure to actionable ideas to grow your reputation and expand your business

Education, motivation, inspiration

Unlimited email support for two months (response within 24 hours)

An escape from feeling all alone

Ownership of your visibility, brand and future

Cost for class is $895.00 per person (Special offer: Register two people by July 14th and the second person attends for $500.00)

Space is limited and this class is not the right fit for everyone. I am happy to talk with you if you have any questions. For more information, contact me at thom@thomsinger.com or (512) 970-0398.

Sunday, July 03, 2011

Yesterday's blog post was titled "I Got Your Voicemail... And Deleted It". The world is full of noise and too many people simply ignore all incoming information. They get a voicemail or an email from a sales person (or anyone for that matter) and instantly jump to conclusions about the value of the call. Delete is a natural response to most phone voicemails and incoming emails.

We cannot expect other people to be interested in the products and services we offer if we do not communicate how we can make a difference to their needs. Too often our own goal of making a sales is all that is visible in our first impressions.

To make it worse, few people have "Follow Through DNA". While they might be interested in you and your services, as soon as the next shiny object appears in their view they are distracted and never get back to calling you back. (I have discovered the general lack of "Follow Through DNA" to be a huge determent in many areas of business, not just in getting your calls returned).

Experimenting with my own call-back ratios, and that of those I am working with for individual consulting, have shown that there is never a "one size fits all" solution. There is no turn key scripts that will work for every situation. The following tips have been yielding better results and help make you more prepared for any potential encounter:

6 Tips To Get Your Cold-Call Voicemails / Emails Returned

1. Sit in their chair. Too often when we call someone we talk too much about ourselves. It is natural to try to fit in all the features and benefits we offer into the conversation as fast as we can. We know from experience that time is limited, so we jump into an "Elevator Pitch" that blurts out tons of information. But the first time people hear from you they do not care that you exist. They care about themselves. Make the call less of a commercial and more of a conversation.

2. Know your purpose. Selling them on the spot is most likely not what your expect from the call. Most business sales do not take place on an initial cold-call, so keep in mind that your purpose is to get them to have an interest in talking with you further. If your goal is not to close a sale, then do not be in "sales mode". When you are clear on your purpose you will have a better success in moving the relationship along the path.

3. Network and research first. If you have been actively networking in your industry you most likely can find a meaningful connection into a company. When you have met the person before and had a positive conversation, or a similar chat with someone inside their company, you will be more likely to get noticed. If you have not had a personal connection to the person you are calling, at least be sure you have done your homework on them and their company. If you have not read their LinkedIn profile, do not make the call.

4. Keep it short. Long voicemails get deleted before the person has reached the end. Say your piece, but be concise. Do not ramble.

5. Give them a reason to call back. This is hard to explain, but too many voicemails are simply information dumps followed by the caller says things like "call me back if you get a chance", etc... There is nothing that motivates the prospect to return you call. If you have something of value to them, they will call you back. Yes, this is subjective. You need to study the words you use and continue to tweak your approach.

6. Call back often, but not too often. You do not want to be a stalker, but a single call that gets deleted is forgotten. Over time, your cold calling can be a marketing tool. If you are professional and persistent many people will give you a chance. Most people give up after just a few un-returned calls, but over time I find that it can be years before a prospect whom I have called, emailed, mailed fliers, etc... will eventually call back. The weird part is they often act as if they know me, because they have heard from me for so long. However, call too much and you are a pest. I think one call every three to four weeks is plenty, but you have to be patient, as it can take seven to ten calls before the call back. Can you wait nearly a year?

If you are seeing the call from through their eyes, know your purpose, have a connection and/or knowledge about them, and keep your message on point, give them a reason to call back, and if you are persistent, you will find success.

***Addendum:

7. Make sure you are calling the right person. I got a note via Twitter from Tom Singer (yes, TOM Singer, not Thom Singer) from London. He complimented this post, but pointed out he gets calls from sales people all the time, and he does not control the decisions on the products and services they are trying to sell. This is very important that you discover whom to call and do not waste your time (or that of the person you are calling).

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"We often seal in stone our opinions of others far too quickly. In this superficial society we can hardly know the whole person by a causal encounter. We have to invest in people to really know them. Give people a chance (and often a second chance) and you will have sweeter relationships and countless opportunities." - Thom Singer